TAKE ONE (IT’S FREE) 😉


[FREE GUIDE]
To Using The V.P.C. Method

Gain more control of your company and create trust 5x faster, using our signature V.P.C. Method (here’s how)…

The Power Behind a 9 Word Email

The Power Behind a 9 Word Email

We love automation, but do you want people who are buying your stuff to never engage with a real human being? 

The answer here should be, NO.

Automation is key and so is being in control of your time. Unfortunately, what happens most of the time is people forget how "real" their leads are and just continue to pound them with offer, after offer, after offer with no human interaction. 

Today, you're going to learn a cool trick that's helped us sign new clients that were on a completely disengaged list. This works for any industry, product or audience. 

Breaking Down The 9-Word eMail, Step By Step

image credit: e3langi.com

Step One: Offer Bribe

Let’s say you want to use this technique to get high end consulting clients who will pay you to fix their employee turnover.

You know you have people on your list who are interested in that result, but you don’t know who they are.

(If you don’t have a list, you’d use this bribe to build that list and then follow up with the 9 word email.)

First, we need to find out who’s interested, right?

We’d start by offering a free report, video, or whatever on how to fix employee turnover. We’d want to be very specific, because we’re only wanting to attract 5 star prospects who are specifically interested in the outcome you can provide.

So if your ideal client is an HR manager who wants to stop employee turnover, the report should be called something like, “The HR Manager’s Guide To Stopping Employee Turnover.”

Pretty simple right?

So now we want to offer that to the list (or create an ad to generate leads) as a means to see who’s interested.

Pretty easy. We’ll just send them an email about the report. If they request it, they’re interested.

The email can be very, very simple. Like this:


Subj: Employee Turnover

If you’re an HR manager and you’re worried about high turnover, this free guide will help you.

It’s all about how to reduce employee turnover in 2017 and you can get it here, no charge.

Enjoy!
YOUR NAME

or Maybe something like this:

Subj: IMPORTANT
Did employee turnover hurt your bottom line last year?

My research has found three emerging threats to employee retention for 2017 as well as six ways to reduce turnover very quickly.

I’ve complied this research for you in a free brief called, “The HR Manager’s Guide To Stopping Employee Turnover.” and you can download it here.

Enjoy!
YOUR NAME


See?

Simple. We’re just wanting people to opt in for this report. Nothing fancy.

So the links in that email would drive them to an opt in page. Super basic, right?

Step Two: Deliver the Bribe

Subj: [TITLE OF BRIBE]

Hi [NAME],

You can download the report, [TITLE OF BRIBE] here.

In it you discover:

• Insert Benefit One

• Insert Benefit Two

• Insert Benefit Three

• ETC

I know you’re busy so I kept it concise.

If you have any questions or need any help, feel free to email me. I’m here for you.

Thanks so much and I hope you find this helpful.
NAME

Literally all we’re doing here is being cool and giving them what they said they wanted.

Step Three: Begin 5 Star Prospect Identification Process (Enter the 9 Word Email)

We're looking for Five Star Prospects, here are the qualifications:

  1. Willing to engage
  2. Cooperative
  3. Knows what they want
  4. Knows when they want it
  5. Wants help from you

Subj: Re: [TITLE OF BRIBE]

Hi [NAME],

How many employees do you have?

NAME


If they meet our next piece of criteria (friendly and cooperative), we want to actually have an email conversation with them.

Make sure the question is:

  1. Personal. (Use their name and ask some thing specific about them)

  2. Relevant (the size of their team is relevant to the subject matter: Employee turnover)

  3. Short (one simple question)

  4. Expecting a reply

Here are some more examples:

“ Did you have a lot of turnover last year?”
“Has turnover been an issue for a while or is it a relatively new problem?”

Next, you'll paste the original email to the bottom of this so it looks like it’s part of the email thread.

It would like this this:


Subj: Re: [TITLE OF BRIBE]

Hi [NAME],

How many employees do you have?

NAME
On [YESTERDAY’S DATE], [YOURNAME] <YOUREMAIL@YOUREMIAL.COM> wrote:

From: “YOUREMAIL@YOUREMAIL.COM”

Date: [YESTERDAYS DATE]
To: “THEIR EMAIL ADDRESS MERGED HERE”, THEIR NAME HERE Subject: [TITLE OF BRIBE]

Hi [NAME],

You can download the report, [TITLE OF BRIBE] here.

In it you discover:

• Insert Benefit One

• Insert Benefit Two

• Insert Benefit Three

• ETC

I know you’re busy so I kept it concise.

If you have any questions or need any help, feel free to email me. I’m here for you.

Thanks so much and I hope you find this helpful.

NAME


Step Four: Sorting Questions

At this phase they’ve actually responded to your question with an intelligent answer.

So we know they’re:

  1. Willing to engage

  2. Friendly and cooperative

Now it’s time to see if they know what they want.

This is a real reply from one human to another. It will take you to manually do this. It’s not automated.

Using the example above:

Let’s say they responded with, “we have 150 people on our team.”

We don’t pitch yet...

We need to create a dialogue.

You reply with: “150 people is big responsibility. I’ll bet you’ve worked some long hours managing a team that big.”

image credit: lynda.com

All we did there was demonstrate we were real and not some robot.

Now, it’s time for a sorting question.

“Are you looking to retain your current team members or recruit new team members?”

Another example...

Let’s say you’re dealing with weight loss. You might ask, “Are you looking to build muscle or burn fat?”


Now, what we’re waiting for is what we call...

THE LOVE LETTER

This is where they tell you everything that’s going on. Sometimes this happens right after the sorting question.

They’ll reply with 2 or 3 paragraphs going into great detail.

But there is one thing you must understand - it usually takes a little back and forth to get the love letter.

Typically they’ll answer back with brief answers and in that case you have to move on to the next phase which is...

DIGGING!

Example: Let’s say your sorting question was,

“Are you looking to retain your current team members or recruit new team members? (or maybe both)”

Let’s imagine they reply with:
“we are mainly looking to retain our current team members.”

As you can tell, that’s not a love letter.

We would say something that would indicate we have read and considered their answer...and then we would ask another question.

Like this:

“That’s good because retaining current members can be a lot easier, a lot more effective, and certainly cheaper than going out and recruiting new team members.

What issues do you think are behind your current turnover problem now?”

**The question about what issues are causing the turnover is a digging question***

As long as respond friendly and cooperative, you continue to ask digging questions.

The Epic 9-Word eMail: Wrappin' It Up to Lock It Down

The way you word this next part matter mostly on what you’re selling. Let’s continue with the example above:

In order to close the deal, you’ll need to get them on the phone but you have to make sure you’re only dealing with 5 star prospects.

There’s only 2 sets of criteria left to identify, which are:

  1. They know when they want it, and...

  2. They would like your help

To find that out, we invite them to the next steps.

We simply reply to the love letter.

“Well, last year we lost three of our top executives. This led to major cultural shift and morale is at an all time low.

We’re looking at replacing most your team and starting from scratch, or creating some kind of culture where people are happier and more productive.

So I think the answer to your question is, we need both. But we are hesitant to really do anything until we have a solid culture in place so that this cycle won’t keep repeating itself.”

You might now (since you have the "love letter") invite that prospect to have a conversation by replying with something like this:

“I agree with you 100% in that it’s smart to build a solid culture before recruiting any new team members.

Would you like me to help you with this?

I’d be happy to brainstorm some ideas with you if you’d like. I can talk next Monday at 3PM or tomorrow at five.

Do you think that would be helpful?”

From that point on the prospect can make their appointment or schedule the conversation.

And because the fact you’ve identified them as a 5 star prospect, your chances of closing the deal have significantly increased.

Now, if you’re selling on a webinar or in a group environment, you would lead with the same exact thing except the only thing you would change would be:

“I agree with you 100% in that it’s smart to build a solid culture before recruiting any new team members.

Would you like me to help with this?

I’m having a brainstorming session about this very topic next Thursday for a small group of HR managers just like you. Would you like to come?”

You could even use this to send your 5 star prospects to a pre- recorded video sales letter. All you would change is this:

“I agree with you 100% in that it’s smart to build a solid culture before recruiting any new team members.

Would you like me to help with this? I’ve created a 30 minute video training and it walks you through some very effective strategies to shift your team’s culture in as little as three days...I’d be happy to give it to you.

Would you like me to send it over?

If they’ve replied and they would in fact like to watch it, we send it over.

If they were to watch it and not purchase, you can follow up with a friendly dialogue.

Like this:

It looks like you watched my video. Did you find it helpful? If they reply with something favorable, we can reply with:

“I’m happy to hear that! Would you like me to set aside a copy of the [info product] for you?”

Final Thoughts on The Power of the 9-Word eMail

As you can see, this way of automating the responses leaves you in full control and helps qualify all your prospects prior to meeting with them. 

To get to the 5-Star Prospects in this process, you:

  • Offer an irresistible bribe they can't say no to
  • {Actually} Deliver the bribe you promised
  • Begin your 5-Star Prospect Identification Process
  • Implement the Sorting + Digging questions to further assess how to best add value
  • Lock Them Down by offering to provide help and/or share with them another opportunity to meet with you

When you have identified your 5 star prospects, you'll have a much higher chance at closing them without any resistance.

If you found value in this and want to check out some more of our swipes, you can gain access by clicking here. 

 

Why Local Businesses Are Drowning In Today's World Of Marketing

Why Local Businesses Are Drowning In Today's World Of Marketing

Giveaways With The Best ROI (It's Probably Not What You Think)

Giveaways With The Best ROI (It's Probably Not What You Think)